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Product Sales Manager Education SSA and South Africa

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Product Management
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Elsevier
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EME000DB Requisition #

The game of sales is a challenging one. You are born with the natural ability to sell and eager to contribute to our Global Health Sales division! We are currently looking to recruit an Product Sales Manager Education for SSA and South Africa who is responsible for planning and managing the overall account, and drives, the total Elsevier business with the account.

 

Core focus of the position

This role is an exciting opportunity to be THE Education Product Sales manager for the Sub-Saharan Africa  region – with main focus to East Africa and South Africa. It is a fully dedicated role that sells exclusively Elsevier's digital portfolio to medical and nursing schools. Our products help faculty teach with impact and help students achieve their learning outcomes, ensuring that the healthcare workforce for tomorrow has had a first-class Education today.

The successful candidate will sell to their University customers and prospects, making sure they understand carefully the needs of the institution first. To do so they will draw from their experience and track record of selling successfully to Universities in the past, and they will also work closely with Elsevier's team of Education Consultants - an internal team that promotes our content and forms deep relations with faculty.

 

Overall the successful candidate will achieve their sales quota for the year, while continuing to look for the future – building relations and pipelines within their region

 
Working together!

You will become part of the Institutional Sales Team in Middle East & Africa, a team of enthusiastic sales professionals and you will report to the MEA Regional Sales Manager based in Cairo.

 
Your responsibilities
  • Execute the e-Education and institutional sales strategy by identifying customers in the Education focused territory in combination with marketing and/or sales intelligence
  • Prepare impactful sales presentations and value propositions for each sales call
  • Build and maintain a pipeline of new business opportunities within CRM
  • Coordinate effective pilot programmes with prospects
  • Close new business to meet and exceed sales goal(s)
  • Network in the territory and build a valuable list of key contacts, influencers and decision makers at local, regional and national level
  • Construct key account acquisition plans for defined accounts
  • Obtain and communicate internally useful market feedback
  • Maintain an enhanced level of competitor knowledge and product knowledge
  • Regularly measure usage in existing accounts and liaise with marketing to increase usage levels
  • Design and implement training and customer marketing programmes with marketing and the Account Development Manager
  • Provide feedback and advice to support the development of new e-products within specified Territory
  • Work with sales management and marketing to develop successful go-to-market approaches within specified territory
  • Build market share and provide ongoing feedback to marketing, product owners                              
  • Maintain accurate and current details of contacts, calls, opportunities, agreements in CRM
  • Create a sales plan to be updated, reviewed and implemented quarterly
  • Manage T&E budget effectively
  • Provide regular sales reports as required by the Sales Manager
 
What you should bring
  • Relevant university degree, preferably in Science, Healthcare and/or Technology
  • At least 2 years’ experience selling digital information products successfully to Universities
  • Successful sales track record in Middle East & Africa institutional sales, with sales leadership experience desirable but not mandatory
  • Familiarity with technical access to digital products in a University setting
  • Prior training on Miller-Heimann sales techniques, or similar
  • Working knowledge (and interest in) teaching and learning pedagogies
  • Experience working with multiple stakeholders to close deals (e.g. librarians and faculty members)
  • Excellent communication and presentation skills
  • Needs to be able to make good commercial decisions and agreements about the products the company is selling based on an understanding of the underlying financial models
  • Results orientation (metrics-based decision maker)
  • Strong organisational and planning abilities
  • Comfortable working in a larger matrix team
  • Ability to be self-directed and independent (a self-starter that seeks knowledge and solutions)
  • Good level of English
 

This job requires frequent travelling to diverse locations within your respective territory (60%).

 

An assessment or business case could be part of our selection procedure. A pre-employment screening will be part of our recruitment procedure.

 

What we offer

•              We welcome you to a truly global, dynamic and challenging environment with great opportunities to develop yourself. Elsevier’s benefits are very competitive.

•              Variable compensation driven by total revenue performance vs targets for the year.

•              Commission paid on total revenue (all products), including new sales and major active renewals.

•              Bonus plan subject to the company annual results is this true?

•              Flexible working arrangements

•              Additional benefits, like memberships of Elsevier’s magazines, discount on books and other facilities

•              Several local and global networking communities to share best practices and knowledge

•              Various social responsibility programs, channeling knowledge and strengths to help communities around the world improve education, science, and healthcare and protect the environment.

                                                


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